VP, Major Accounts - Legal
RemoteUnited States
Job Summary
Own commercial strategy for Intapp's most strategic legal accounts, with accountability for ACV retention, net revenue retention, and platform footprint expansion. Lead, coach, and develop a team of Managing Directors focused on growth by building account plans, identifying expansion opportunities, and advancing multi-product deals within major law firms and legal departments. Drive rigorous account planning by mapping stakeholder relationships, white space, competitive exposure, and multi-year growth potential while personally leading complex expansion conversations with Managing Partners, General Counsel, and C-suite executives. Ensure the team connects Intapp's full platform—including risk and compliance, Time, practice management, and AI-driven solutions—to client-specific priorities. Lead executive-level negotiations on renewals and expansions while maintaining a disciplined operating cadence of account reviews and forecast calls.
Required Qualifications
- 15+ years in enterprise software sales or strategic account management
- track record of driving expansion and net revenue retention across Am Law 50 firms, global law firms, and large corporate legal departments
- Deep experience managing major or strategic account programs within legal technology or vertical SaaS
- Proven ability to lead and develop senior enterprise sellers focused on expansion motions
- coaching on account planning, stakeholder mapping, and executive engagement
- Strong understanding of how the world's largest law firms operate
- partnership structures, governance, buying committees, and the internal dynamics that shape technology decisions
- Executive presence sufficient to build lasting relationships and influence outcomes at the Managing Partner, General Counsel, and C-suite level across sophisticated legal institutions
- Demonstrated ability to build expansion pipeline at scale
- drive forecast accuracy
- consistently achieve or exceed net revenue retention and growth targets
- A player-coach mindset
- strong commercial instincts
- disciplined operating habits
- excellent executive storytelling skills tailored to senior legal decision-makers
Hiring someone like this?
Get your role in front of qualified candidates on Sorce.